Founding Account Executive

Company Overview

We've partnered with a fast-growing SaaS company that is transforming how engineering teams enhance developer productivity. Their innovative tool utilizes AI to identify, prioritize, and resolve friction points that can hinder engineering success. This company aims to help engineering organizations eliminate bottlenecks, accelerate innovation, and deliver exceptional value to their customers.

Role Overview

We are seeking a Founding Account Executive to collaborate directly with the CEO of our client to drive their vision to new customers. This is a unique opportunity to join at an early stage and help build a standalone sales organization while shaping the go-to-market strategy and taking a proactive role in developing a high-impact sales framework.

Responsibilities

• Generate Pipeline: Identify and engage target accounts through outbound prospecting, utilizing proven channels and testing new outreach strategies.
• Qualify Inbound Leads: Ensure leads align with the company's ideal customer profile (ICP).
• Conduct Pre-Meeting Research: Prepare by researching the prospect, their company, and potential fit for the platform.
• Lead Discovery: Explore technical needs, business impacts, and executive priorities to establish success criteria.
• Connect Pain Points: Relate customer needs to measurable outcomes, emphasizing critical needs over general wants.
• Deal Strategy: Collaborate with co-founders on strategic accounts, progressively owning the complete closing funnel, including pricing and pilot design.
• Competitive Positioning: Highlight the unique business value of the platform in order to efficiently connect with potential clients.
• Manage Internal Champions: Foster consensus, address stakeholder objections, and shorten deal cycles.
• Work Environment: Participate in in-person meetings in San Francisco 2-3 days a week and travel quarterly to meet with team members in New York.

Requirements

• 2+ years of experience in B2B SaaS sales, ideally with technical or analytics solutions for enterprise or mid-market clients.
• Demonstrated success in full-cycle sales, including outbound, discovery, solution selling, and closing with average contract values over $20K.
• Experience engaging with senior technical leaders and aligning with executive decision-makers.
• Strong ability to connect operational challenges to business value and showcase competition positioning.
• Proficient in building internal advocacy and creating urgency around sales opportunities.
• Comfortable with data-driven strategies; willing to experiment and adapt based on results.

Mindset & Attributes

• Entrepreneurial spirit and resilience, thriving in ambiguity and taking ownership of building processes from the ground up.
• Motivated and coachable, eager to embrace feedback and adjust strategies accordingly.
• Curious and analytical, with a keen interest in understanding how prospects operate and what drives their success.

Benefits

Details on benefits will be provided upon further discussion.